TY  - BOOK
AU  - Jobber David
AU  - Lancaster Geoff
TI  - Selling and Sales Management
SN  - 9780273695790
PY  - 2006///
PB  - Ft Prentice Hall
N2  - This excellent work is mandatory reading for all with academic or practical interests in the world of sales - which is about the whole marketing and management community. This influential book is an excellent contribution to the literature.  Preface, Acknowledgements, One Sales Perspective, Development and Role of Selling in Marketing, Sales Strategies, Sales Environment, Consumer and Organizational Buyer Behavior, Sales Settings, International Selling, Law and Ethical Issues, Sales Technique, Sales Responsibilities and Preparation, Personal Selling Skills, Key Account Management, Relationship Selling, Direct Marketing, Internet and IT Applications in Selling and Sales Management, Sales Management, Recruitment and Selection, Motivation and Training, Organization and Compensation, Sales Control, Sales Forecasting and Budgeting, Salesforce Evaluation, Appendix: Examination Technique, Further Reading, Index
ER  -